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How to Get the Prospect to Act
Well, this title might be a little presumptuous – that we can actually “get” someone to do what we want them to do. But the real issue is your frustration when prospects don’t act as quickly as you’d like. So what’s really going on in the prospect’s mind on this one? Join Bill and Bryan […]
New in Sales? 5 Modern Skills (Part 2 of 2)
In today’s episode, Bill and Bryan address the remaining five strategies that can help those new in sales: managing the sales process, how to listen better (and what to listen for), and how to handle objections (the strategy for this one might surprise you). We’ve said this before, but it bears repeating. This is NOT […]
New in Sales? 5 Modern Skills (Part 1 of 2)
We get a fair number of questions about how to operate when you’re new in sales. This just in: We’re ALL new in sales in our current market conditions. Yes, we all need to be thinking like newbies. In this episode, Part 1 of a 2 part series, Bill and Bryan address two of five […]
What Every Salesperson Can Learn from John Wooden
Our guest this week is Pat Williams, VP Orlando Magic. Pat shares with you some of the lessons he learned while writing his latest book called Coach Wooden: 7 Principles That Shaped His Life and Will Change Yours. Pat has written 70 books on leadership, sales, success and philosophy, and it’s our opinion that his […]
Inside Sales Tips
We got a question from our ever-present mail bag about inside sales and what techniques to use as you respond. It could be an inbound lead, a lead from a trade show, or maybe from your website. Regardless, there are right ways and wrong ways to follow up. In this episode, Bill and Bryan address […]
Lessons Learned That Should Be Unlearned
Think about your first years in sales – or in business. And think of how many lessons you learned over those first few years. Many of those lessons were intrinsic, meaning you didn’t sit down with a teacher to learn them, Instead it was by “osmosis.” You just picked them up from the culture you […]